Overpromise and Underdeliver

I heard one of our salesmen on the phone this morning telling a customer that “we underpromise and overdeliver.”

I understand the strategy, but doesn’t telling a customer that you underpromise and overdeliver neutralize the whole game plan? Haven’t you now promised to overdeliver?

And if you do overdeliver, you haven’t really overdelivered because you promised to overdeliver in the first place . . .

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